Solution Selling.
It’s the best kind of selling to government, well, anyone for that matter, and it has application beyond sales.
A great analogy is a related one, headaches. It’s what a lot of folks get when they think about a sales interaction. But what’s the solution, two aspirin. So, you listen, person you want to help talks, and then you see if you can help them, explaining how.
That’s solution selling; solving the other person’s problem with you solution, truly and authentically.
But that takes active listening, and I’m often asked how much to listen versus demonstrate, i.e., talk. And my answer is 2:1; roughly you should listen twice as much as you talk.
How to remember it? You have 2 ears and 1 mouth, use your ears about twice as much as your mouth.
And it works in networking, personal relationships, and sales.
